Location can be anywhere in Asia within the scope of ES&S business
Position Purpose:
Regional commercial excellence Engineering Shapes & Solutions will be responsible for designing and driving commercial excellence processes and related improvement roadmap, enabling the entire organization and especially commercial teams to optimize their efficiency and effectiveness by adopting industry standards and best practices.
The primary role of the Regional Commercial Excellence Lead is to increase commercial business capabilities, set and drive excellence by design, implement and deploy commercial processes, initiatives and metrics to maximize top and bottom-line impact to drive sustainable organic growth faster than the market.
This key position in our organization works closely together with regional and cross-functional teams including Sales, Supply Chain, Digital, Finance and Business Lines to deliver tangible and measurable improvements of market-based processes and a comprehensive and profitable market-to-order impact.
Key responsibilities:
Strategic:
- Support Asian Leadership Team sponsor to shape a range of strategic programs which are core and center to MCAM's overall strategy, including: Pricing Excellence, Sales Performance Management/Excellence, Go-to-Market & Channel Excellence, Commercial Strategy, S&OP, Demand Planning etc.).
- Responsible for initiatives that improve commercial excellence, ensure there is standardization, transparency and a high level of financial expertise within commercial operations.
- Design modern, simple and effective processes considering profit, competitive and customer centricity.
- Drive continuous improvement of sales capabilities, tools and supporting systems.
- Act as trusted advisor to the commercial leadership in businesses and regions by providing coaching and advice and act as subject matter expert to share detailed knowledge and insights with the organization
- Lead the regional commercial excellence process based on analytical rigor leading to optimized sales, profit, and customer segment penetration across product categories and channels.
- Contribute to the development of a road map for future strategic commercial excellence (tools, systems, data) and lead their enhancement.
- Support in setting up effective sales management practices to steer towards reaching business objectives.
- Lead efficiency and effectiveness projects (in partnership with functions) to address prioritized process opportunities in Commercial Operations with strong focus on how changes impact customers and customer-facing roles.
Operational:
- Lead regional Commercial Excellence team of cross-functional task owners
- Develop, implement and maintain a solid and dynamic price structure to enable growth (i.e., list price, discount and rebate management) in line with the regional commercial strategy.
- Global project owner for Dynamic pricing tool.
- Oversee development of metrics and dashboards that monitor sales excellence performance, drive improvement process & empower the commercial teams to deliver results (i.e., Pricing Win Rooms, S&OP)
- Identify and drive execution of commercial excellence development opportunities together with regional sales managers (catalysts of change, change partnership).
- Conduct or Participate in S&Op meetings and drive Forecasting accuracy improvement.
- Develop metrics for demand planning, forecast vs actual sales and others to help steer the organization towards better CCC.
- Introduce and drive regional implementation of price setting methodologies (e.g., Value based pricing, Conjoint analysis, Competitive pricing, Cost+ pricing, etc.) based on the product and business model.
- Develop a deep understanding of all MCAM products and processes, commercial strategy, customer segments, competitor offerings and market trends.
- Foster cross-functional alignment and constructive challenge between sales, marketing, logistics /supply chain, controlling and administrative functions on commercial excellence topics and other initiatives.
- Set and drive proactive communication and education strategy to the regional sales force regarding benchmarking, best practices, news on tools, training and productivity enhancements.
- Help to ensure process alignment between commercial, operations, finance, business line and digital.
Work Related Experience, Skills, AND Training:
- Experience working in influence-based roles within large, matrixed organizations and working cross functionally with other functions.
- Good business sense. Strong ability to collect and research market and competitor information, to find and evaluate new business opportunities.
- Proven experience driving revenue and margin growth through pricing initiatives.
- Knowledge of pricing concepts, including elasticity, pricing waterfalls, margin pool analysis etc.
- Strong background working with financial statements and drivers of profitability.
- Customer success obsession and a bold passion for working towards results and customer satisfaction.
Education & Experience:
- Bachelor's degree in engineering, Economics, Marketing, Statistics, Finance, or a related business discipline is required
- Master's degree is preferred, or equivalent combination of education and relevant experience
- 5–7 years of professional experience in areas such as Strategic Pricing, Marketing, Sales, Finance, Demand Planning, or Supply Chain Management (SCM)
Key Competencies:
- Strong communication and stakeholder management skills
- Excellent interpersonal and collaboration abilities
- Analytical mindset with strong problem-solving capabilities
- Sound decision-making and business judgment
- Effective project management skills with the ability to manage multiple priorities
Technical Skills:
- Proficiency in Microsoft Office Suite (Excel, PowerPoint, Word)
- Experience working with ERP systems (preferably M3)
